Sales Development Representative Salary Overview
Sales Development Representatives (SDRs) at SaaS companies are responsible for generating and qualifying pipeline through outbound prospecting and inbound lead follow-up. They work closely with Account Executives on lead handoffs, report to a Sales Manager, and partner with Marketing Managers on lead generation campaigns and messaging alignment.
The SDR role is the most common entry point into SaaS sales. It's a high-activity, metrics-driven position with a clear career path to Account Executive or Business Development Representative roles with broader strategic responsibilities. View all SaaS salary benchmarks.
Detailed Sales Development Representative Compensation Breakdown
Percentile Band | Average Base Salary | # of salaries |
|---|---|---|
| Top 25% | $72,882 | 102 salaries |
| Middle 50% | $45,385 | 206 salaries |
| Bottom 25% | $7,278 | 100 salaries |
What Drives Higher SDR Pay?
Meetings booked and pipeline generated above quota
Company stage — growth-stage SaaS invests most in SDR teams
Outbound vs. inbound focus (outbound SDRs earn 10–15% more)
Tech stack proficiency (Outreach, Salesloft, ZoomInfo)
SDR Compensation Structure
Base salary is 60–70% of OTE (on-target earnings)
Variable pay tied to meetings booked and qualified opportunities
Ramp period of 3–6 months with reduced quota
Typical promotion timeline to AE is 12–18 months
